Back to jobs
New

Director, Partnerships (AWS, Microsoft, GCP)

Austin | Chicago | New York City | Salt Lake City | San Francisco

Gong harnesses the power of AI to transform how revenue teams win. The Gong Revenue AI Operating System unifies data, insights, and workflows into a single, trusted system that observes, guides, and acts alongside the world’s most successful revenue teams. Powered by the Gong Revenue Graph, AI-powered intelligence, specialized agents, and trusted applications, Gong helps more than 5,000 companies around the world deeply understand their teams and customers, automate critical sales workflows, and close more deals with less effort. For more information, visit www.gong.io.

At Gong, you will join a company built on innovative products, ambitious goals, and passionate people. We are shaping the future of revenue intelligence and we want people who are excited to build what comes next. You will work with a team that dreams big, moves fast, and cares deeply about the craft and about each other. Here, transparency and trust are core to how we operate, and every person has the opportunity to make a visible impact. If you want to grow, stretch, and do work that truly matters, Gong is the place to do the best work of your career.

Gong's hyperscaler relationships with AWS, Microsoft, and GCP are among the most strategically important growth levers in the business. As Head of Hyperscaler Partnerships, you will own the vision, investment case, and cross-functional execution of Gong's entire hyperscaler portfolio — setting the multi-year roadmap for how Gong wins through co-sell, marketplace, and technology partnerships across all three platforms.

This is not an execution role scoped to a single partner; it is a leadership role that defines which hyperscaler bets Gong makes, how the organization mobilizes around them, and what tradeoffs get made when priorities compete. You will build and lead a team of alliance managers (including roles like the AWS Alliance Manager), set the operating model each partner works within, and represent Gong at the executive level with AWS, Microsoft, and GCP partner leadership.

RESPONSIBILITIES

  • Set the Hyperscaler Strategy: Define Gong's multi-quarter roadmap across AWS, Microsoft, and GCP, deciding where to concentrate investment and headcount based on revenue potential, strategic fit, and market timing.
  • Own the Performance of the Hyperscaler Partnership Portfolio: Set ambitious, ELT-visible targets for co-sell & sourced pipeline, marketplace revenue, and program ROI across all three hyperscalers, and hold the portfolio accountable to them.
  • Build and Lead the Team: Hire, develop, and manage alliance managers dedicated to each hyperscaler, defining the hiring bar, coaching them on high-stakes negotiations, and ensuring consistent standards of excellence across the portfolio.
  • Drive Executive Relationships: Serve as a senior operating point of contact with AWS, Microsoft, and GCP partner and sales leadership, building the trust and access needed to unlock funding, co-sell prioritization, and joint go-to-market investment at scale.
  • Architect the Operating Model: Design and continuously improve how Gong engages hyperscalers end-to-end — co-sell & sourcing motion, marketplace operations, deal registration, and field enablement — so the model runs consistently across partners.
  • Align Cross-Functional Stakeholders: Partner with Sales, Marketing, Product, and Finance leadership to ensure hyperscaler strategy is built into broader company GTM planning -resolving competing priorities between internal teams and partner requests.
  • Scale What Works: Identify which plays succeed with one hyperscaler and drive systematic adoption across the others, building repeatable infrastructure (enablement content, co-sell playbooks, marketplace processes).
  • Define the Future / Optimize for Gong: Sets the multi-quarter hyperscaler roadmap, makes tradeoffs to prioritize company outcomes over any single partner's agenda, and prevents silo behavior across the AWS, Microsoft, and GCP teams.
  • Deliver Results / Own It: Delivers results through enforced execution systems and holds the portfolio to a consistent evidence standard, owning outcomes and resolving fundamental ownership gaps no one else is positioned to close.
  • Communicate Clearly / Collaborate for Impact: Communicates hyperscaler strategy in a way that drives cross-functional action, builds partnerships with AWS, Microsoft, and GCP leadership before problems require them, and creates shared accountability structures with key stakeholders.
  • Raise the Bar / Champion Culture: Defines and maintains the hiring bar for the alliance team, builds a strong, accountable culture across the discipline, and ensures standards are held regardless of individual results.

QUALIFICATIONS 

  • 8-10+ years of experience in alliances, channel sales, or partnerships within high-growth B2B SaaS, including several years in a management or leadership capacity.
  • Direct experience managing relationships with one or more hyperscalers (AWS, Microsoft, GCP) at a senior level, including co-sell programs (e.g., AWS ACE), marketplace operations, and executive partner relationships.
  • A track record of building and scaling a team, setting a hiring bar, and developing individual contributors and managers into strong operators.
  • Proven ability to set direction under ambiguity — defining the roadmap and making disciplined tradeoffs rather than waiting for consensus or perfect information.
  • Strong presence and cross-functional influence; able to align Sales, Marketing, Product, and Finance leadership around a shared hyperscaler strategy and represent Gong externally at the partner-executive level.
  • Highly analytical and outcomes-driven, with fluency in building and defending a business case using pipeline, revenue, and ROI data (Gong, Salesforce)
  • An ownership mentality: comfortable being accountable for outcomes with no clear precedent, and proactively resolving structural gaps that no one else is positioned to own.
  • Strong familiarity with the broader Technology Partner landscape Gong engages with (CRM, conversation intelligence adjacencies, data and AI ecosystem players, and other ISVs), and an understanding of how hyperscaler strategy fits within and complements that wider ecosystem.

PERKS & BENEFITS 

  • We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
  • Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
  • Mental Health benefits with covered therapy and coaching.
  • 401(k) program to help you invest in your future.
  • Education & learning stipend for personal growth and development.
  • Flexible vacation time to promote a healthy work-life blend.
  • Paid parental leave to support you and your family.
  • Company-wide recharge days each quarter.
  • Work from home stipend to help you succeed in a remote environment.

The annual OTE for this position is $279,000- $340,000 USD. 

Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets. 

We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.

We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.

Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.

To review Gong's privacy policy, visit https://www.gong.io/gong-io-job-candidates-privacy-notice/ for more details.

#LI-AC1

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...

Gong will collect and use your personal data (e.g. - name, email, resume info) to evaluate your application for employment. Gong will save your personal data for up to 2 years in order to consider you for other, future potential job opportunities. We are happy to delete your data upon request. 

For a list of personal data categories, how Gong uses your personal data, and rights you have to your personal data, please visit Gong’s Job Candidates Privacy Notice, available at https://www.gong.io/gong-io-job-candidates-privacy-notice/

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Gong.io’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 07/31/2029

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.